SBI Growth

AUGUST 30, 2013

I have never spoken to a sales leader who didn’t ask for more qualified leads. Leads fuel the revenue engine. Yet most organizations struggle to generate truly sales-ready leads. In this post I want to walk you through the 7-steps to building a lead generation machine. Who is my ideal customer?

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

The Digital Sales Institute

JUNE 30, 2022

Lead gen media software is now an important tool in digital selling, Lead generation tools don’t only gather and generate leads. Scoring, qualifying, and nurturing leads helps turn prospects into customers. Do you find it challenging for your company to get new leads? Keep on reading.

Lead Gen 52

Lead Gen Lead Rank Lead Scoring Software 52

SalesProInsider

APRIL 10, 2019

Generate more leads and then convert them. Lead gen and lead conversion both need effort, time, confidence, resources, and skill. While my focus is on equipping people to increase their conversion rates with collaborative conversations that sell*, that doesn’t matter if you don’t have enough leads or prospects to convert.

Lead Gen 113

Lead Gen Top of Funnel Lead Rank Lead Scoring 113

Zoominfo

SEPTEMBER 17, 2024

Today’s most effective go-to-market teams are increasingly embracing signal-based selling , a strategy that leverages real-time data and unique insights about promising prospects to gain a crucial edge in intensely competitive markets. Funding Funding rounds are among the strongest signals for both sales and marketing teams.

Hiring 130

Hiring Data Prospecting Lead Rank 130

Zoominfo

MAY 25, 2022

And while it’s not hard to find basic business data — company names, phone numbers, employee counts, revenue, maybe direct dial numbers and email addresses — today’s complicated sales cycles need more than just names and numbers. What is Sales Intelligence? What Do Sales Intelligence Tools Do?

Ideal Customer Profile 130

Ideal Customer Profile Tools Prospecting Intent Data 130

No More Cold Calling

DECEMBER 27, 2022

Why I won an award for prospecting. Always be prospecting” is my motto. Yes, sometimes December is super quiet, which means either clients aren’t ready, or you stopped prospecting. It’s never too late for lead generation—or too early. NEWSFLASH: Buyer-Centric Sales Is NOT New. Want to Get Referrals?

Referrals 156

Referrals Prospecting Lead Gen Cold Calling 156

Hubspot Sales

FEBRUARY 26, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Him: Hi this is Sean calling from Bulletproof Lead Gen. In fact, when my team and I talk to sales teams, one of the challenges we hear most about is prospecting. I decided to pick up.

Prospecting 109

Prospecting Lead Gen Face-to-face Sales Qualified Lead 109

Crunchbase

JULY 31, 2019

How do you build a B2B lead gen strategy? As the founder of a B2B sales intelligence product , I work with sales & marketing leaders every day that are creatively answering this question. How Sales Teams Should Build Their B2B Lead Generation Strategy. Align Sales and Marketing. The answer?

Lead Gen 64

Lead Gen Lead Generation Lead Rank B2B 64

Sales Hacker

SEPTEMBER 2, 2019

This guide answers the 6 most pressing questions about lead gen, so you can implement a process that keeps your pipeline full — and your salespeople busy closing deals. What You Need to Know About Lead Generation: Why lead generation is important. What is a lead generation strategy? Inbound strategies.

Lead Gen 83

Lead Gen Paid Content Lead Generation Sales Qualified Lead 83

Zoominfo

APRIL 23, 2020

But long, complicated sales cycles need more than just names and numbers. Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. But a lot of marketing, sales, and recruiting professionals don’t know how much data has changed over the past few years! JUST KIDDING.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

SalesProInsider

JULY 10, 2019

Why aren’t your sales up to snuff? Is the problem your lead generation (not having enough leads) or lead conversion (not converting those leads to paid clients)? In marketing and lead generation, or in stronger lead conversion? It’s a collaborative effort that should be seamless to your prospects.

Lead Gen 100

Lead Gen Leads Marketing Qualified Lead Conversion 100

The Pipeline

FEBRUARY 13, 2018

The challenge with prospecting is that it takes place between two human beings, and as with anything human, subjectivity instantly and permanently plagues it. I recently read a piece presenting the case as to why prospecting should be automated. The author gave some valid arguments as to why elements of prospecting should be automated.

Prospecting 262

Prospecting Cold Calling Lead Gen Inbound 262

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What is Lead Generation? What is a Lead? Every company has their own definition of a “good lead.”

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Zoominfo

JUNE 6, 2019

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting uncovers potential buyers, fuels an organization’s sales pipeline, and provides important context to future sales conversations. What is B2B Sales Prospecting?

B2B 212

B2B Buyer Persona Top of Funnel Prospecting 212

No More Cold Calling

JUNE 30, 2021

I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. Do Your Leads Suck? Sales is like dating. It’s the same with a sales qualified lead. Read “ Do Your Leads Suck? ”). It’s all about relationships.

Referrals 257

Referrals Sales Qualified Lead Lead Gen Ideal Customer Profile 257

Zoominfo

NOVEMBER 13, 2018

In the world of sales, time is your most valuable asset. With quotas to meet, we all know how frustrating it is to waste time with a lead that never seriously considered buying from you in the first place. That’s where sales qualification comes in. Now let’s look at 12 qualifying questions to ask prospects.

Buyer Persona 220

Buyer Persona Prospecting Ideal Customer Profile Sales Qualified Lead 220

Pipeliner

NOVEMBER 1, 2019

10 Reasons Why a B2B Lead Generation Department Should Report to Marketing and Not to Sales. As a consultant, I regularly advise that appointment setting Lead Generation Departments report to Marketing and not to Sales. Marketers typically are more available than sales road warriors, when answers are needed.

Lead Gen 75

Lead Gen Report Lead Rank Lead Scoring 75

Zoominfo

JANUARY 8, 2021

All eyes are on you, Marketing Manager, to feed the sales team ready-to-close leads. But how do you find leads and prime them for buying? Welcome to lead generation marketing. What is Lead Generation Marketing? Lead gen marketing is what businesses do to attract ideal customers. Start your free trial?

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

Green Lead's B2B

APRIL 22, 2022

Just because your lead is out of the office, does not mean they should be crossed off your list. You can get lead gen nuggets. You have just received two other contacts that are relevant to your pursuit of the prospect. I am currently away from the office on vacation with limited access to email. Take advantage.

Lead Gen 33

Lead Gen Leads Marketing Qualified Lead Sales Operations 33

No More Cold Calling

FEBRUARY 28, 2019

Two colleagues complained they were so involved in their work, they didn’t have time to prospect. People are so focused on their projects, and they don’t make time to prospect. If you’re heads-down on your projects and don’t prospect, you’ll have no pipeline when you surface. And sales organizations don’t have either to spare.

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

The Pipeline

FEBRUARY 20, 2017

Well, most except some VP’s of Sales or sales leaders. When I ask what they attribute that to, they tell me: Their people are ineffective at prospecting. But no, the VP”s/Leaders in question, seem to feel that it is better to focus and deal with something else, some other element of sales as a means of addressing the issue.

Prospecting 181

Prospecting Lead Gen Hiring Social Media 181

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What Is Lead Generation? What is a Lead? Every company has their own definition of a “good lead.”

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

DiscoverOrg Sales

MAY 7, 2019

But long, complicated sales cycles need more than just names and numbers. Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. A lot of marketing, sales, and recruiting professionals don’t know how much data has changed over the past few years! This is data too. JUST KIDDING.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

Sales Hacker

NOVEMBER 21, 2017

There’s no denying how influential account based sales and marketing have become over the past few years. Making the Business Case to Eliminate Lead Gen Forms. The Rise of AI for Sales, by the Numbers. Here’s a look at how AI is currently influencing sales teams: 40% of sales activities can now be automated using AI.

Lead Gen 75

Lead Gen Account Based Marketing Lead Rank Lead Scoring 75

Openview

SEPTEMBER 26, 2017

Second, Oracle had doubled down on college hiring and third, we had two senior sales leaders who were begging for the outbound model. Note: NetSuite has an inbound marketing engine and grew to an almost $200M/year company with no outbound prospecting. We started the BDR team to “build” ERP sales reps. We were flying.

Scale 73

Scale Lead Gen NetSuite Lead Rank 73

No More Cold Calling

JULY 13, 2021

There are two parts to the sales process: Part One: Getting meetings with decision makers. You get an introduction to your prospect, and you get a meeting with the decision maker. The biggest challenge for sales teams is seller access , according to Gartner’s recent report, The Chief Sales Officer’s Leadership Vision for 2021.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Zoominfo

JANUARY 26, 2021

Your typical lead gen strategy may not be enough when targeting the biggest fish. So if you want to grow your leads, it’s time to grow your strategy. . What Is Enterprise Lead Generation? Enterprise prospects are what salespeople and marketers like to refer to as “the whale” of all leads.

Lead Generation 189

Lead Generation Lead Rank Lead Scoring Enterprise 189

Partners in Excellence

NOVEMBER 6, 2024

For individual contributors, it may be prospecting, admin tasks, researching our customers, managing our pipelines, dealing with all the minutiae of moving deals forward, and on and on For managers, it may be hiring, coaching, dealing with poor performers, understanding performance data, and on and on. They vary for each of us.

Outsourcing Services 112

Outsourcing Services Lead Gen Revelation Analysis 112

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. Today, as much as 80% of B2B decision-makers prefer remote or even fully self-serve sales interactions.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Pointclear

APRIL 25, 2011

If marketing is only focused on the first, they’re leaving the bulk of the process to sales. The problem here is that salespeople don’t want to nurture prospects—they want to sell to them. This is why so much lead wastage is going on. Both lead gen and lead nurturing are important.

Lead Gen 197

Lead Gen Lead Rank Lead Scoring Leads 197

Pointclear

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects. Sales is sales. No one outside gets us.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

LinkedFusion

NOVEMBER 14, 2024

Companies like LinkedFusion are changing the way we think about finding leads, and trust me, it’s a game-changer. Discover How AI is Revolutionizing LinkedIn Outreach Gone are the days of manually scrolling through LinkedIn to find the perfect prospect. Improves lead quality through data-driven insights.

Lead Generation 52

Lead Generation Lead Rank Lead Scoring LinkedIn 52

LinkedFusion

NOVEMBER 14, 2024

Companies like LinkedFusion are changing the way we think about finding leads, and trust me, it’s a game-changer. Discover How AI is Revolutionizing LinkedIn Outreach Gone are the days of manually scrolling through LinkedIn to find the perfect prospect. Improves lead quality through data-driven insights.

Lead Generation 52

Lead Generation Lead Rank Lead Scoring LinkedIn 52

The Pipeline

JUNE 9, 2015

Prospecting continues to be the most sought after skill when companies hire and promote sales professionals. The better you are at identifying and engaging with the right prospects, the more success you will have in your sales career. But to achieve success in prospecting, you will need to master two key elements.

Webinar Metrics 120

Webinar Metrics Tools Prospecting Lead Gen 120

DiscoverOrg Sales

NOVEMBER 29, 2017

Many companies and organizations have entire teams dedicated to finding new business prospects. So lead generation tools are critical to supporting a company’s growth objectives. This comes in handy when trying to maintain a pipeline of marketing-qualified leads (MQL) all year long! Turn events into a lead-gen opportunity.

Marketing Qualified Lead 193

Marketing Qualified Lead Lead Rank Lead Generation Sales Qualified Lead 193

PandaDoc

JUNE 21, 2021

Like it or not, your business needs a lead generation strategy and a sales prospecting process. With the help of this guide, you’ll discover exactly what lead generation is. You’ll be better equipped to implement a strong lead generation strategy within your business. What is a lead generation strategy?

Lead Generation 98

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 98

SalesProInsider

FEBRUARY 22, 2024

What is the impact of your beliefs on your ability and commitment to attract and convert your ideal prospects? Your belief is a major factor in the energy, effort, and activity that you put forth in the lead generation activity to fill your funnel and the sales conversations that convert those prospects.

Top of Funnel 126

Top of Funnel Lead Gen How To Lead Rank 126